Jeff Denney Recruiting & Consulting

Senior Account Manager - NY/CT/NJ/ MA/RI - Dental Sales

Jeff Denney Recruiting & Consulting - Boston, MA

About The Company:

Zest's humble beginning started in 1972 within a small dental laboratory in San Diego, California. From that point through 1976, the original founder Max Zuest recognized the continual problems his clinician customers were experiencing with patients’ overdentures. During this time, the Zest® Attachment originated, a solution considered to be far better than what was on the market at the time. In 1977 Mr. Zuest’s son, Paul Zuest, joined him officially forming Zest Anchors and releasing the second generation Zest Anchor Advanced Generation (ZAAG®) Attachment. The ZAAG Attachment was designed for all major implant systems, a product differentiator that proved to be an important growth driver resulting in the need for a larger manufacturing facility in Escondido, California. In 2000, realizing improvements could still be made to the product portfolio, Paul took over operations of the company, and together with Scott Mullaly, set forth to develop a product that would eventually become the most globally recognized and trusted brand for overdenture restorations, the LOCATOR® Attachment System, commercially released in 2001. In late 2009, Zest Anchors was acquired by the private equity firm The Jordan Group.

Today, Zest Dental Solutions is a portfolio company of BC Partners, a leading private equity firm.  Day-to-day operations are led by President and Chief Executive Officer, Tom Stratton. The company’s flagship product LOCATOR has achieved worldwide acceptance as the premier overdenture attachment in the dental industry.  More than 100 manufacturers have partnered with Zest to customize its patented LOCATOR Attachment System to be compatible with their respective implant platforms.  Zest provides removable and fixed implant restorative solutions, world class narrow diameter implant systems, and dental materials and products for overdenture modification and processing to clinicians treating the real world problems associated with edentulism. The company has also further diversified its product portfolio with acquisitions of Danville Materials, a leader in small equipment and dental consumables, and Iveri Whitening.  This diversification makes Zest a true solutions based company for a continuum of patient care from the preservation of natural teeth to the treatment of total edentulism. Zest’s Global Headquarters is in Carlsbad, California, with satellite operations in Anaheim and Escondido, California.

Zest Senior Account Manager

FLSA Status: Exempt

Reports to: Area Sales Manager

Job Summary:

Senior Account Managers are responsible for meeting and exceeding revenue and profit goals by acquiring new high volume Retail and Special Markets (DSO, GPO, Dental Laboratories, Government & Universities) customers and identifying growth opportunities within the existing Retail & Special Markets (DSO, GPO, Dental Laboratories, Government & Universities) customer base. They are asked to provide an introduction of and communication on the Zest Dental Solutions product portfolio, services and features that will enhance the client’s practice or organization. This role will work with our clients directly, as well as with Implant Manufacturers and Distribution partners, to promote growth of the entire range of products that we offer by supporting at the office level as well as supporting educational offerings through technical hands-on  assistance/training, and co-hosting educational programs as required. The Senior Account Manager will also participate in additional projects and potential mentor opportunities outside of their sales role. 

Essential Job Duties and Responsibilities:

  • Perform all assigned duties in the assigned territory, including but not limited to meeting or exceeding all monthly, quarterly, and annual sales goals and initiatives.
  • Participate in projects outside of sales role.
  • Participate in mentorship opportunities.
  • Make sales and service calls to Retail, DSO, GPO offices, Dental Laboratories, Government sites, and Dental Academic Institutions.
  • Participate in CE courses, study club meetings, dental society meetings in person and/or virtually.
  • Attend dental trade shows, special markets meetings and national/regional conferences as needed.
  • Promote/sell/secure orders from existing and prospective customers through a relationship-based approach.
  • Work closely with the Area Sales Managers to identify new opportunities, grow existing accounts, and deliver & follow the proper rules of engagement for each office that we have agreements with.
  • Collaborate with Implant Manufacturers and Distribution partners’ sales representatives to demonstrate and assist with the introduction, promotion and sale of products within Zest Dental Solutions portfolio.
  • Conduct lectures, webinars and conference calls to showcase Zest Dental Solutions products in person and/or virtually.
  • Build a professional and trusting relationship with Zest, Implant Manufacturers and Distribution customers.
  • Establish professional client / Zest Dental Solutions relationships with appropriate client personnel (purchasing, dental assistants, office managers, dentists, and key contact/point persons.)
  • Clearly communicate to internal and external stakeholders on progress towards monthly/quarterly initiatives and sales targets.
  • Provide forecasts on best case and most likely sales volumes over relevant time periods.
  • Prepare weekly and monthly reports based on sales/support activity and goals to outline how sales targets will be met.
  • Utilize territory planning tools (Zoho, CRM, Google Platform) to monitor, analyze and keep detailed notes on targets and customers.
  • Cross-promote all Zest Dental Solutions products.
  • Managing budgets, including timely submission of accurate expense reports.
  • Stay up-to-date on current industry dynamics and trends. Establish yourself as a subject matter expert.
  • Prospect, qualify, and close new business.  Build an active sales funnel utilizing an account-based Strategic selling approach to identify customer business initiatives, decision criteria and buyer roles in the decision process.
  • Develop, implement and maintain territory plan through comprehensive data analysis and field experience to optimize territory management and identify opportunities for growth.
  • Prospect for potential customers using various direct methods such as calling, emailing, video conferencing and face to face meetings, and indirect methods such as networking and event attendance.
  • Collaborate with Customer Experience Managers and Customer Service team to identify and share opportunities to drive revenue growth for Zest Dental Solutions product portfolio.
  • Identify appropriate prospects, set appointments, make effective qualifying sales calls, and manage the sales cycle to close new business within assigned product categories.
  • Conduct all sales activities with the highest degree of professionalism and integrity
  • Stay up-to-date on current industry dynamics and trends. Establish yourself as a subject matter expert.
  • Up to 40% Travel

Education, Experience, Skills, & Abilities:

  • 5+ years of field sales experience and territory management is required, (or completion of CES program +
  • 2 years as Account Manager achieving 100% Quota attainment.
  • 3+ years of dental industry experience is required (Experience with a dental implant manufacturer, dental office or laboratory is preferred).
  • 3+ years of proven annual sales quota performance above 100%.
  • Ability to model, mentor & coach.
  • Project participation experience.
  • Championing organizational change.
  • Ability to support cross-functional departments.
  • Knowledge of all dental laboratory phases including removable and fixed prostheses, oral anatomy, occlusion principles, dental implants, full mouth reconstruction, custom milled abutments/bars, scanning equipment, various overdenture attachments, principles of attachment classification and function.
  • Requires a keen eye for detail and ability to visualize mechanical and spatial problems.
  • Must have excellent communication skills, ability to speak to large groups of dental professionals, provide treatment plan and diagnose cases for best outcome.
  • Ability to comprehend and communicate technical medical device information.
  • Strong organizational, time management and detail oriented skills.
  • Problem solving and critical-thinking skills.
  • Self-motivated and able to thrive in a results-driven environment.
  • Fluent computer skills in business applications including Microsoft Office and Google G-Suite.
  • Manage travel schedule and travel arrangements.
  • Continue to maintain and develop product knowledge on current and new products.
  • Must have a valid driver’s license, travel ID, and automobile insurance.

Physical Requirements:

  • Ability to sit, use hands and fingers, talk and hear. Ability to stand, walk and reach frequently.  Ability to climb or balance, stoop, kneel, or crouch occasionally.
  • Ability to frequently lift and carry up to 10 lbs. and occasionally lift and carry up to 50 lbs when traveling.
  • Close vision required to use a computer, read documents, and operate office equipment. Distance vision required to drive an automobile.
  • Work environment is indoors and climate controlled and exposed to outdoor weather conditions when traveling.
  • Moderate noise levels as found in an office environment, households with TVs and dishwashers, and driving light traffic.

Employee Acknowledgement:

The above job description is intended to describe the content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.

Zest Dental Solutions reserves the right to change, add, or delete at any time from this job description to meet the needs of the Company



Posted On: Friday, September 24, 2021

Apply to this job